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Файл:Business course in english for the linguistic department. Учебное пособие
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X.Businessdialogues
Orlov: If you could give us a 3% discount it could solve the
problem of the price.
Smith: Perhaps, we could meet your requirement. And what
is about the manner of payment? I hope that payment by a Letter
of Credit against shipping documents will suit you.
Orlov: Yes, it will.
Smith: Good. Then you are to open a L/C with the Moscow
Industrial Bank after our Notification of the Readiness of the
goods for shipment.
Orlov: One thing more, Mr Smith. Our people wanted to visit your manufacturing plant. Is it possible?
Smith: No problem, we can easily arrange it and I myself
will take you there. We’ll do our best to make your visit useful.
Our new assembly shops will impress you. We are proud of them.
Orlov: It is quite natural, because we know how much
strengths you have put you like their repair and equipment. One
always values what it was hard for him to get.
Smith: I completely agree to your point of view and I should
say that we are looking forward to establishing good business relations with your company. You are welcome to our company any
time.
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BusinessCorrespondenceinEnglish
Dialogue 7
1. Read and translate the dialogue.
Discussing the amount of commission
Mr White, a representative of a British state agency firm,
came to Moscow to discuss with Mr Petrov of Rossexport the draft
of an agency agreement for selling the machine-tools
Petrov: I am glad to see you in Moscow, Mr White. Would
you like to have a cup of tea?
White: Oh, thank you.
Petrov: We would like to hear your opinion of the draft
agreement of our agency.
White: You see, Mr Petrov, we have a lot of experience in the
sale of equipment and I can tell you that on the whole your terms
seem quite acceptable. But there are a few points I’d like to clarify.
Petrov: Well, Mr White, I am fully at your disposal.
White: We’d like to bring up the point of the amount of the
transaction for the first year of sales.
Petrov: Does the sum of $200 000 seem very high?
White: Yes, we’re unlikely to reach that figure at the initial
stage. The fact is that this kind of equipment is not known in our
market and it will take some time to establish your goods.
Petrov: What is your suggestion then?
White: We think that in the first year we can guarantee the
minimum sale of goods for the sum of $150 000.
Petrov: We can agree to this proposal but only for the first
year. In the following years we expect you to increase sales and
reach the sales targets stipulated in the agreement.
White: Thank you, Mr. Petrov. And now comes the point of
the commission, the key-point I should say.
Petrov: What commission are you thinking of?
White: When we take on a new line like yours we usually
work on the eight per cent.
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X.Businessdialogues
This is the commission which will be sufficient to cover our
expenses at the initial stage.
Petrov: Well, an eight percent commission seems rather
high. When selling this kind of equipment we usually grant a
commission of 5 per cent off the total amount of the transaction. I
don’t think that we can give you eight per cent but we could contribute to advertising.
White: What assistance can you give us with this?
Petrov: We can provide you with catalogues, leaflets and
other advertising materials printed in English and in the quantities
required by you. We could also share the expenses on your publications in journals and newspapers.
White: No doubt, that will help us. In this case I think we
could agree to your figure.
Petrov: As to the running of the show-room it will be entirely at your expense.
White: Fair enough. This is quite acceptable.
Petrov: Have you the other points to discuss?
White: I believe we have covered practically everything.
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BusinessCorrespondenceinEnglish
Dialogue 8
1. Read and translate the dialogue.
Talks for the purchase of the computers
Last month Stepanov, an engineer from Rossimport, came to
the exhibition of electronic equipment held in London. Model R4
attracted his attention. After he had seen it in operation he got in
touch with Mr. Adams, the Sales Manager to talk about the purchase of the computers
Stepanov: Good morning, Mr. Adams. Here is my card.
Adams: Good morning. I am glad to meet you. Would you
like a cup of tea?
Stepanov: Thank you. I should drink a glass of mineral water.
Adams: Here you are. Our water is very good. How do you
like our stand?
Stepanov: I like it very much. It is modern! I have seen your
latest achievements in electronic industry. I am greatly impressed.
I must say that you have made great progress in this field.
Adams: Glad to hear this. To tell the truth I am keen on electronics.
Stepanov: Mr. Adams, your stand-attendant has just shown
me Model R4 computer in operation and it won my heart at once.
Is it for sale?
Adams: Certainly. It is up-to-date model. It was introduced
into the world market six months ago and since it has been a great
success. So I am not surprised you got interested just in it. You
speak good English. My Russia is not so good.
Stepanov: Thank you very much. I have a good chance to
practise it.
Adams: I am dreaming to speak Russian as well as you
speak English.
Stepanov: Then you are welcome to Russia. Now let’s get
down to our talk about Model R4. I was impressed by its efficient
performance and design. It looks very nice.
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X.Businessdialogues
Adams: Everybody will understand your choice, this computer meets the highest standards.
Stepanov: Really?
Adams: Yes, it is worth praising, believe me. But as you
know, Mr. Stepanov, to buy the computer is only half a business.
You must have your own specialists to operate the equipment.
Stepanov: I’d like to know if it is possible to train our specialists here.
Adams: No problem, I’ll arrange it. They know English,
don’t they?
Stepanov: No, they do not. I’ll work as an interpreter. Whom
with could I clarify a price?
Adams: I am ready to give you all the information. The price
is very competitive and I don’t think that it’ll hurt you. Besides, we
want to establish business relations with Russian companies, so
we could stipulate for the price. If the order is big, you’ll get a
good discount.
Stepanov: Fine. Can I take your Price List and detailed catalogues?
Adams: Certainly. Here you are.
Stepanov: I’ll examine them closer and see you later then,
good-bye.
Adams: Good-bye.
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BusinessCorrespondenceinEnglish
Dialogue 9
1. Read and translate the dialogue. Reproduce it.
Telephone conversation about the purchase of the furniture
Mr Fox, the manager of the small furniture company, is
speaking with his regular and very important customer
Customer: All right, I give you one last chance – it is this order. No more mistakes. You last delivered the furniture which I
hadn’t even ordered.
Manager: Oh, I am very sorry. We won’t do this again, I assure you. I remember this incident. The matter is that we were
very busy.
Customer: I hope so. Remember! This order is very important and I’d like to stress that I must have it next week. Any other
delivery time is not acceptable to me.
Manager: Yes, certainly. We are sending it on time. We have
always sent it on time…
Customer: No, not always. You once delivered me the order
with a six month’s delay. Another thing, packing must be excellent.
Manager: What packing do you prefer?
Customer: See-proof packing.
Manager: Yes, of course. We always pay much attention to
it. The packing must be very good if you don’t want to have the
problems with your customers.
Customer: Well, do you have problems with customers?
Manager: No, never, because our packing is very good. Our
customers are very much satisfied with it.
Customer: Last thing, put down my name clearly, please.
Manager: Certainly. I’ll do it myself. The goods will come to
the right address and at the time you require them.
Customer: Good. I hope that you’ll keep your word.
Manager: I always keep my word. If you want to be a suc-
cess you must keep your word, be polite and attentive.
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X.Businessdialogues
Customer: It is good that you know your obligations, Mr
Fox. I admire to deal with such managers.
Manager: Thank you, Mr Harden for your compliment.
It encourages me to work even better. Thank you very much.
Customer: What did you say? Perhaps, I have misheard…
Manager: I said thank you and …
Customer: Not that, I mean the name…
Manager: I have called you Mr Harden
Customer: Harden! Are you deaf! My name is not Harden!
It is Marden. “M” as in “man” and not “H” as in “ham”. Oh, I
think that I have to order things from another company, Mr Nox,
whose managers have no problems with their ears.
Manager: It is better to have problems with ears than with
brains, Mr Harden.
Customer: Thank you for your compliment. I have been always proud of my brains! My wife often tells me that she has married me because of my brains!
Manager: I hope that she has the same. I can imagine how
happy the managers of another firm will be to have such witty
customers. Good-bye, Mr Marden.
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BusinessCorrespondenceinEnglish
Dialogue 10
1. Read and translate the dialogue.
Telephone conversation about the purchase of a carpet
Mr Fitz is speaking on the phone with Mr Fox, the manager
of the carpet shop.
Fitz: Good morning. My name is Fitz, John Fitz. Have you
got any Turkish carpets?
Fox: Yes, of course. We have many, of different colours and
sizes, from the very little for cats and dogs till the large ones for
halls of the hotels.
Fitz: Are the carpets of different quality?
Fox: No, all of them of the same quality. I deal only with the
qualitative product.
Fitz: What price do you sell them at?
Fox: … pounds per square meter.
Fitz: Oh, I am afraid that your price is too high.
Fox: I don’t think so, the price is very acceptable taking into
account the quality and the country-manufacturer. The Turkish
carpets are the most expensive, I hope you know this. I have many
customers and all of them consider the price acceptable.
Fitz: But we have bought some carpets lately and their price
is much lower.
Fox: Where did you buy them?
Fitz: I don’t remember the address, but somewhere in the
suburbs.
Fox: Did you examine them when you bought?
Fitz: Yes, some of them I examined very closely. I am only
anxious about their specific smell, but I explained it to myself that
they were delivered in the hold (трюм) and in some time they will
loose it.
Fox: May be, but I have been in this business for a long time
and know that the Turkish carpets never smell. If you could deliv-
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X.Businessdialogues
er them here I would examine them free of charge. Did you pay in
hand?
Fitz: Certainly. But I have some receipts.
Fox: Then it is good. I am sure that the quality of our goods
is better than theirs. You’ll see it by yourself when you come to our
shop. We are open from 7 o’clock till the evening. I am sure you
will be satisfied with the quality and colours.
Fitz: You have assured me and what is your address?
Fox: 42, the Green street.
Fitz: How long will it take me to get to your shop if I go by
car from the Central Hotel?
Fox: 5 or six minutes, if you go on foot.
Fitz: Are you joking?
Fox: No, I am not. Our shop is situated just near the Central
Hotel. You should make several steps and find yourself with the
people who are eager to see you.
Fitz: Will you give any discount if I buy 12 carpets?
Fox: Yes, of course. We usually practise good discounts
when the purchase is more than 25 carpets. If you could double
your purchase, you would get a 5% discount.
Fitz: I don’t want so many, but I have a friend who wanted
to buy some for his little private hotel in Spain. Perhaps, I’ll make
him a call and we’ll come together. He will help me to match the
carpers to the curtains and papers. He is a designer and I trust his
taste.
Fox: So, both of you are welcome. I don’t say good-bye to
you.
Fitz: Neither do I.
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BusinessCorrespondenceinEnglish
Dialogue 11
1. Read and translate the dialogue.
Discussing tests and packing
Mr Borisov was greatly impressed by technical specifications
of the pumps which were given by the company. During his first
meeting with Mr Fox they discussed the terms of delivery and a
possible quantity discount. When the two businessmen met again
the following conversation between them took place
Borisov: Glad to see you. Would you like a cigarette?
Fox: Thank you. I’d love too. Will you make me a company?
Borisov: I am happy to have given up smoking and you
should do the same.
Fox: I’ll try to follow your advice.
Borisov: Mr Fox, firstly, I should like to clarify the question
of inspection and tests. Since this is going to be our trial order,
we’d certainly like our inspectors to be present at the tests.
Fox: Naturally. It is a usual practice. By my experience I know
that the specialists ask a lot of questions, trying to clarify this or that.
We can provide you with our Notification of Readiness for the test
well in advance. You in return must inform us about the quantity of
your inspectors to be present and their positions.
Borisov: I can do it now – 4, all of them are engineers and
have degrees. Two of them are foremen.
Fox: It is good, because it will be easier for them to understand the advantages of our pumps, which are very powerful and
reliable in operation. The design is modern. They look very nice!
Borisov: They are considered to be qualitative, that’s right.
Now this is another matter I’d like to bring up, Mr Fox. What kind
of packing can you offer us?
Fox: Oh, the matter of packing is very important for good selling, so we pay special attention to it. Besides, our goods need sea-
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